商务谈判基本内容介绍

1、商务谈判基本内容介绍理论篇 什么是商务谈判？ 谈判双方为达成一笔生意，提出交易的内容和条件，通过洽谈协商达成一致的行为和过程。*语言运用得当与否是成败的关键e.g. I) I would if I could/ I dont agree II) I cant agree/ I dont like it/ Is there anything else?谈判前应该有哪些准备？ Target Country Business Partner Qualified Negotiators Proper Plan Target Country Culture background and economic

2、 situationsPolitical climate of the countryCurrent import and export statisticsGovernment policy on international tradeInformation on trade barriers and restrictions-MOFTEC(对外贸易经济合作部)/ foreign trade corporations/ banks/ newspapers/ journal articles-Chinese Embassy/ local banks/ the agent/ local news

3、paper/ journal articlesBusiness Partner Credit referenceBackground informationBusiness rangeAnnual sales volumeMajor customersBusiness culture-by writing to the references provided by the counterpart-by employing a consulting firm Negotiator has an overall picture of the opponentQualified Negotiator

4、s -familiar international trading process/ experienced in dealing with foreign customers/ quick in making decisions/ well informed of the transaction they are going to deal withCommercial: price, delivery termsTechnical: specification, program and methods of workFinancial: terms of payment, credit i

5、nsurance, bonds and financial guaranteesLegal: contract documents, terms of contract, insurance, legal interpretationHow many members does a team need?Proper Plan-good information and assessment Define the specific negotiating objectiveState the minimum acceptable level for each of the major itemsId

6、entify the team leader and other members of the negotiating teamSet forth time schedules for implementationEstablish the time period within which the negotiations should be concluded 商务谈判的一般步骤有哪些？ 1. Invitation to Offer 2. The Offer 3. The Counter-offer 4. Acceptance Invitation to Offer -Inquiry: in

7、itiate a potential transactionPromotional communication: advertisements be made through various medias, sales literature and price list be distributed, trade fairs be used to exhibit commodities.Inquiry: each one is a sale opportunity to foster a potential long-term relationship, so show your effici

8、ency and sincerity.-commoditys name, quality, mode, the desired quantity and delivery dateInvitation to Offer -Inquiry: initiate a potential transactionFrom a buyer: Please quote the lowest price of CFR Singapore for 1000 boxes of large size Maxam Dental Cream at the earliest delivery.From a seller:

9、 We can supply Flying Pigeon brand bicycles with shipment in May. Please fax us if you are interested.Please advise/ please fax adviceInterested in pleasePlease quote/ please offerWe can supply2. The Offer-expression of the wishes of the seller or buyer to sell/ buy particular goods under stated ter

10、ms such as quantity, price, time of shipment, term of payment Selling offer 卖方发盘buying offer/ bid 买方发盘Definite offer/ firm offer实盘: a detailed description of the item, price, currency, packaging, minimum or maximum quantity, quality, shipping date, mode, terms of payment, a timeframe during which yo

11、ur offer is availableIndefinite offer/ non-firm offer- “subject to our final confirmation, “for reference only Firm offerDear Mr. Satin,We are glad to have received your fax of 10 April, inquiring for Flying Pigeon brand bicycles.In reply, we would like to offer, subjects to your reply reaching us b

12、efore the end of this month, the following:20 Mens style US$25 per set Payment term: By L/C at sight to be opened through a bank to be approved by us.Shipment: October/November 1998, provided the covering L/C reaches us by the end of this month.The above prices are understood to be on CIF Cairo basi

13、s net. Please note that we do not allow any commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets.Owing to the durability and competitive prices, our FP bicycles have won popularity all over the world. We suggest your placing o

14、rders without delay, so that we may guarantee the supply, and you would not miss the chance.We look forward to your prompt reply. Non-firm offerDear Mr. SatinThank you for your fax of 10 April, inquiring for FP brand bicyclesBased on your requirement, we are quoting as follows:20 Mens style US$25 pe

15、r setPayment terms: By L/C at sight to be opened through a bank to be approved by us.Shipment: October/ November 1998, provided the covering L/C reaches us by the end of this month.The above prices are understood to be on CIF Cairo basis net. Please note that we do not allow any commission on our bi

16、cycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets.The above quotation is made without engagement and is subject to our final confirmation.We look forward to your early reply.3. The Counter-offer -propose a new set of terms for the transaction

17、or make a conditional acceptance by making some changes in the offer.Dear Mr. Jones,We are in receipt of your letter dated on May 2, offering us 50 metric tons of the captioned goods at US$350 per metric ton on the usual terms.In reply, we regret to inform you that our buyers in London find your pri

18、ce much too high. Information indicates that some parcels of Indian origin have been sold here at a level about 30% lower than yours.We do not deny that the quantity of Chinese Kernels is better, but the difference in price should not be so big. To step up the trade, we counteroffer as follows, subj

19、ect to your reply received by us on or before 30th May.50 metric tons of groundnut kernels FAQ 1998 crop at US$320 per M/T CIF London, other terms as per your letter of May 2.As the market is declining, we recommend your immediate acceptance.4. Acceptance -send a written acceptance-indicate acceptan

20、ce of the offer by opening a letter of credit issued in the counterparts favor.Sample: a standard form to acknowledge the offerThis is to acknowledge with thanks your order No. _ received on _ .We expect to ship _ on _ from_. Thanks for the opportunity to be of service to you.谈判的原那么及本卷须知 1. 坚持平等互利的根

21、本原那么 (win-win concept)2. 语言文明礼貌，清晰易懂3. 对象不同，开场白不同 (culture patterns and negotiation patterns)4. 多听少说5. 态度坦诚，不拐弯抹角商务谈判 (补充内容)实用篇I. Reading Practice Directions: Read the dialogue and tell which parts of the dialogue can be called “inquiry, “offer, “counter offer, or “acceptance:A:We have looked at you

22、r samples and feel interested in your products. Can you tell us how much you want to sell us?B:I think you must have noticed that our products have good quality and our brand name is very competitive. Our offer is $ 25 each.A:We have to point out your price is on the high side and its impossible for

23、 us to push any sales at such a price.B:Well, to get the business done, we plan to make some concessions. But if the quantity is too small, Im afraid we cant move much. Whats the size of your order?A:100 pieces.B:You are kidding. Dont forget you are buying watches, not motorcycles.A:We have some fin

24、ancial difficulties at the moment. If your price is competitive and the quality is to the satisfaction of the customers, substantial orders from us will follow.B:In that case, lets conclude the transaction at the price of $23 each.A:Its settled.II. Speaking and Writing Practice 1.Starting an intervi

25、ew2.Asking for information 3.Giving information 4.Asking for opinion 5.Expressing Opinion 6.Dont understand somebodys words 7.Marking suggestions 8.Accepting proposals 9.Rejecting proposals -To be continued. 1. Starting an interview:Lets get down to business, shall we?Shall we begin/ start?May I beg

26、in by welcoming you to our factory?Id like to express our thanks to your coming.Perhaps wed better get started/ get down to business.Where shall we start our discussion today?Right then, I think its about time we got started.Ive come here to discuss the point of shipping today.2. Asking for informat

27、ionCould you tell me a bit about it?Would you mind tell me how these goods should be packed?I wonder if you could tell me what you need.Excuse me, do you know when to ship the goods?Are there any other points that are bothering you?3. Giving information As far as I know, the present market is rather

28、 favorable to us.Well, in confidence, I can tell you that we can ship the goods in time.Im afraid I dont know.Ive no idea, Im afraid.I dont have that information available just now. Can I call you back?4. Asking for opinion What are your views on this, John?What are your feelings on/about our price?

29、What do you know about that, Jim?Whats your opinion on this matter, Mr. Smith?Whats your reaction to this transaction?5. Expressing Opinion Im sure that the quality is fine.Im convinced that we can effect shipment in time.I think/consider that nobody will buy this sort of products.It seems to me tha

30、t we all need to think more about this whole matter.Im inclined to think that the market will be fine.6. Dont understand somebodys words I beg your pardon?Sorry, could you say that again, please?Im afraid I dont follow you.Would you mind repeating it?Could you speak a little more slowly? 7. Marking

31、suggestions The only solution is that you must replace the defective products.I see no other alternative but to stop production.I recommend/ suggest/ propose that we should buy a new computer.It might be a good idea to extend the Letter Credit.One solution would be to send you our technician to repa

32、ir the machine.8. Accepting proposals Im (completely) in favour of that.Ive absolutely no objections.Im sure thats the best solution/ idea.Sounds fine.Good/Great idea.9. Rejecting proposals Thats just not feasible.I really cant accept that.Im afraid that I cant accept that.I would if I could.Is there anything else?PracticeDirections: Make a dialogue on the following situation using the key words given below:Situation: Jack wants to order 800 metric tons of apples from China. Mr. Li from China National Import & Export Corporation makes the offer at 4,000 yuan per ton CIF Bo